Case Study: Tech Company aligns coverage and uncovers selling opportunities with Alexander Group benchmarking

Tech Company improves sales coverage with Alexander Group’s 3-year roadmap

A software division of a high tech company was struggling to attract new accounts and expand existing ones, with its head of sales concerned about productivity being behind the market. The company hired the Alexander Group to benchmark its salesforce against industry peers to identify issues with productivity, costs, and deployment.

The Alexander Group benchmarked the company's data, revealing a high expense-to-bookings ratio driven by below-market sales productivity. They diagnosed the problem as a conflicting hunter/farmer role design and undifferentiated quotas. AGI recommended a three-year roadmap that included splitting the hybrid role into dedicated hunters and farmers, increasing support staff, and retooling the coverage model. As a result, the head of sales approved an increase in sales rep headcount and a plan to implement the new model to formalize new customer acquisition and account expansion.